K2 Sales Podcast

Breaking through the noise is tough.

It takes work, but it is possible.

With all the conversations you have with your various personas, what trends are you seeing in their external environment? Things outside of their day to day?

When we share insights, typically our prospects are already aware of them, hence we are adding to the noise, not breaking through.

How can you leverage the external out sights you gather from your conversations, call prep and share them with your prospects? Invite them to look at the way in which they are doing business, based on what you shared?

They are the expert of their internal processes, people and direction, how can you bring something external to the table and come together to join specialities.

Our role is to teach our prospects something, not tell them something they already know.

Listen to my solo podcast to learn more.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

Many sales reps have been onboarded remotely, never met their boss, constantly in isolation. Now, they come together with their team for the first time, chances are their confidence is not at an all time high.

The things we did effortlessly pre-pandemic are causing us doubt, uncertainty and eroding our confidence as we are in a state of uncertainty.

Three areas I choose to focus on when I sense a shift in my confidence are:

1) Take Action- we can wait until we are in the right mindset and in theory that will drive the behaviours that make us act, but it mostly doesn’t work that way. We must take action first, think later. Over time, it becomes easier and we are unaware of the discomfort we experienced in the first place.

2)  What message are you telling yourself? Be careful, did you know your RAS, Reticular Activating System will scan your environment to find evidence to support your thoughts, thereby validating it. Silver lining here is your brain can’t tell the difference if it is true or not. What thoughts, stories can you share that position you in a confident, positive light,  helping you achieve your goals. If you get to pick a story, pick one where your are on top.

Finally, who are you surrounding yourself with? People that play it safe and are nice to be around? That’s great if you are happy with where your are. If you are motivated to grow, increase your confidence take it to the next level, surround yourself with people who are a few steps above you. Observe what are they doing, thinking, how are they acting. Learn, collaborate with them, before you know if  you will be ready for the next group of people to support your journey of growth and increased confidence.

Stay Tuned next week where I speak with a true confidence expert, who is a game changer in her field.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

How can we de-risk the experience with our prospects? make it easy and safe for them to stay engaged for the journey and not jump ship from an over aggressive sales rep. Easy set clear expectations early on.

Listen to my solo podcast where I share tips for the beginning, middle and end of the buyers journey to be seen as a trusted advisor. Provide the right tools at the right time to guide them along the journey and co-navigate the steps together.

Storytelling is powerful. Important to keep stories only a few steps  ahead to avoid overwhelming your prospect and moving at your pace not theirs.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

Join us for this week’s episode of the K2 Sales Podcast, featuring special guest Will Allred, co-founder of Lavender.ai. 

Want to learn how to build meaningful connections via email with buyers?

Enhance and improve old techniques and methods? 

Are your subject lines 2 words and boring? Or do they set off the sales radar, You are about to be pitched.

Are they 11 seconds or less to read?

Are they written at the level of a grade 5?

Are you using non-assumptive language to de-risk the exchange?

We go over all of that and much more on this week’s episode of the K2 Sales Podcast.

 Thank you for watching and see you next week!

01:08 Introducing Will Allred & The Origins of Lavender 

02:50 Emails are like Golf

04:01 Engaging, Redefining, And Readjusting Your Approach And Call To Action

05:20 The Buyer’s Perspective And The Importance Of Clarity

07:04 Considering Your Buyer: How Is Your Message Being Received?

08:00 Observations And Challenges: Show That You’ve Done The Homework

11:20 Writing At A Fifth Grade Reading Level: Writing With A Framework

16:07 Credibility, Cold Emails, and Showcasing Your Logic

18:12 Camouflaging Your Emails: The ‘Internal’ Look & Mental Spam Filter

23:20 Subject: The Most Important Aspect Of An Email?

24:45 Preview Text: In The View Of Your Reader

26:02 Outbound Emails & Personalization

29:45 Binary Questions & ‘Nudge Theory’

33:07 Looking At The Data

36:58 Logic & Leaning Into Emotions

40:01 Cold Emails: Creating a Safe Space

42:36 Credibility, Logos, and Speaking to the Client’s Needs

45:55 Reminding The Client Why You Are There

48:25 Revisiting “Not Right Nows”

53:25 Get In Touch With Will

Get In Touch With Will

Will’s LinkedIn: Will Allred - Co-Founder & COO - Lavender | LinkedInhttps://www.linkedin.com › williamallred

Email Will: [email protected] 

Lavender’s Site: https://www.lavender.ai 

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

How can you gain clarity to respond with confidence?

Tune in to my solo podcast where I talk about gaining control by asking clarifying questions.

Do you  get anxious about questions you may not be able to answer?

What if I don’t know the answer? what will people think? will I get a second chance, why can’t I be more confident and eloquent in my delivery?

We get in our heads and in the moment when the lights are on us we feel like we are in the “hot seat” and sometimes we choke.  

Have you considered looking at things from your audiences perspective and asked yourself, what if I didn’t understand the question because it was lacking detail, clarity, context. Instead of putting ourselves in the hot seat, have you considered putting it back on your listener with a clarification? An example, more detail, paint a picture so I understand what you are asking, chances are your listener may not be sure themselves with they just asked.

Why do we put the onus on us? Get stuck in our own heads, lose confidence in the moment? Flip the script and ask for more information. Asking a clarifying question is not a sign of weakness, in fact it is a sign of strength and control.

"I want to help you, but in order to do that I first need to understand what it is you're asking of me", like a hot potato, throw it back to them.

Once you are clear on what they are asking, the light goes on, followed by confidence and  delivery with ease. Let’s get our of our heads and seek clarity to demonstrate our expertise and stop the voices in our head once and for all. Oh and let’s not forget to Pause along the way.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

Join us on this week’s episode of the K2 Sales Podcast featuring special guest Andy Paul, author of the book “Sell Without Selling Out”. 

Want to learn how to build more meaningful connections with your buyers? Make them the focus of the conversation.

In our conversation, we discuss Andy’s 4 Sell In Pillars and much more. Applying his techniques to allow you to deepen your connection and build rapport, evolve your curiosity to ask great questions. 

Understand your buyers's true needs and being generous by adding actual not perceived value.

Andy shares many tactical take aways to stand out and create a memorable experience as well as  reminders of what not to do or “Sell out"

5:36 Introduction Selling Out Vs. Selling In

6:55 The Pillars Of Selling In

14:15 Connection Is The Building Block Of Influence (Building Trust)

26:50 Introduction To The 4 Pillars And Why They Are Important

33:22 Strikingly Different Selling What’s In The Buyers Mind

39:40 How To Shift Your Path In A Different Direction

42:30 Tips To Develop Curiosity

45:30 Out With The Old In With The New

52:56 Find The One Thing The Buyer Finds Most The Most Important

1:01:34 Outro And How To Reach Andy

Check out Selling Without Selling Out a great and insightful read!

Indigo

Amazon

Andy’s website (free chapter of the book)

Andy’s Podcast

Andy’s podcast 

Sales Enablement Podcast with Andy Paul Revenue.io 

Get In Touch With Andy

LinkedIn 

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

Why do Paramedics, Pilots, Health Care Professionals perform well under pressure, remove emotion and stay consistent with the process?
They train, they practice, they put in the reps in a training environment to ensure success under pressure.
How can sales people take a page from their books? How can we become more Sales Ready?
Ensure with every engagement we are exchanging value for time?

Tune in to my solo podcast where I break down 3 areas to hone your sales Readiness; in your Messaging, Discovery and Demo

 Create the experience our prospects are looking for, avoid being reactive and expecting to come up with insightful, provocative questions in the moment, ensure you are sales ready for each and every engagement, you are the differentiator.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

As sales professionals living in a noisy online world, how can we show up authentically, unapologetically with our own unique voice?

Many want to build their personal brand, command a following, be seen as an influencer, trusted advisor, to do this we need a point of view. What do we stand for? What are we known for?  We can’t be everything to everybody. 

When we know who we are, what we  stand for in the sales profession, particularly gender equality, women of colour, LGBTQ  we show up unwavering, a sense of conviction that will blow most away.

How can we lean in to his more? Encourage our team to embrace this? Create a Diverse, Equitable and Inclusive culture?

Tune in to my conversation with Leslie Venetz, founder of Sales Team Builder where she shares her professional journey and how she found her unique voice along the way. Now, how  she supports her 28000+ Tik Tok followers by planting seeds of encouragement, positivity and motivation for women in sales! This is one you won’t want to miss.

Finding your Unique Voice, Leslie Venetz

00:45 About Leslie
03:44 Sharing and Feedback: Hearing from You
04:03 Introducing Leslie
04:19 What it Takes to Stand Out
05:03 Finding your Voice
05:22 Toxic Work Culture
06:32 Making Sales a More Inclusive Profession
08:34 Leaving Corporate America
10:51 Women in Sales: Stats
14:59 Women in Leadership
17:16 Celebrating and Doing More
20:17 DEI & Compliance
23:56 Allyship
26:43 Leslie’s Journey to TikTok
35:45 Positive Messaging & TikTok
38:08 Building Strong Teams
41:00 Leaning in and the Results
43:36 Vulnerability
47:05 Advice to our Viewers
49:03 Connecting with Leslie
TikTok: @SalesTipsTok
LinkedIn: Leslie Venetz
Website: SalesTeamBuilder.com

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

As companies strive to be customer centric, we must ask ourselves, where are we in our digital transformation strategy?
How can we remove internal silos to align messages, share information and meet the buyer where they are in their journey?

Do certain generations adopt technology easier and quicker than others? As sales leaders how can we meet our team where they’re at, on their individual journey?

Are we sharing both leading and lagging indicators?

Are they showing up with a point of view, intention? Leveraging data but also their unique selves.

How can Marketing, Sales and Customer success come together to improve the experience for our buyer, break down the silos internally to connect and serve externally.

Tune in to my conversation with Art Harding, Chief Operating Officer at People.ai where we discuss the role Rev Ops plays in digital transformation and much more/

00:49 Introducing Art Harding

04:09 Rev Ops: What is it and why is it important?

06:24 Digital Transformation

07:59 Marketing, Sales, and Ops: Connecting the silos to be buyer-centric

10:00 “Why Change Now?” Reluctancy Around Embracing Technology

17:40 Knowing Your Audience(s)

20:00 Generational Differences 

22:45 Enterprise Selling

28:50 Change Management

31:16 Indicators and Proactive Action: Don’t Wait To Fail

33:05 Enabling your Team

36:45 Advice for Those Wanting to Engage

Website: people.ai

Email: [email protected]

LinkedIn: Art Harding

3 Key Takeaways

1) RevOps 

2) Coaching and Change Management

3) Enablement

If you are interested in joining our sales community and receive biweekly newsletter please sign up here https://www.k2perform.com/resources/blog

To learn more about Karen connect with her on LinkedIn  https://www.linkedin.com/in/karen-kelly-sales-trainer-/

If you have any suggestions for guests or topics on the K2 Sales podcast please contact [email protected]

Listen or Watch
 https://pod.link/1549646427

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy

With spring around the corner and COVID restrictions lifting, what can we leave behind that no longer serves us, that is holding us back and eroding our belief system? How can we lighten our load and  enter spring with a feeling of re-birth and new beginnings? How can we confidently know our worth without relying on external validation?

Tune in to Karen’s solo podcast where she shares how lack of belief impacts us and our prospects in our:

1) Ability to deliver a value proposition that is helpful, coming from the lens of our prospect and not being desperate.

2) Know our worth, when we lack belief we tend to hit the panic and discount button when delivering our proposal. Where is our sense of conviction, how can we lean in to past examples of where we helped others, change the story we our telling ourselves in our head.

3) Hold ourselves Accountability, Now  that we’ve closed the deal, the hard work begins. Do we believe we are capable of actually delivering on what we signed? What role does lack of belief play on the customer experience, repeat customers and potential referrals?

Has your purpose changed? Are you aware of why you do what you do? Is it time for a check in and potential reshuffle "out with the old and in with the new”. It starts inside, with our Belief.

For more content like this, join hundreds of other subscribers to The K2 Sales Academy. Our subscription based on line sales training platform.

$495/year unlocks the Fundamentals of Sales program with built in knowledge checks, resource folder with scripts, templates and checklists as well as regular webinars.

1:1 and group coaching packages available as well.

To access our free one week Trial visit The  K2 Sales Academy